Business Development Manager for Latin America

hace 1 mes

Bogotá, Bogotá D.E., Colombia Werfen A tiempo completo
About the Position

The Business Development Manager for Latin America will play a crucial role in identifying, developing, and expanding business opportunities within the region. Reporting to the Commercial Director, this individual will be responsible for managing relationships with distributors and other key stakeholders, building a strong team dynamic, and ensuring compliance with Werfen's values and strategic frameworks.

Key Accountabilities
  • Sales Excellence Practices:
    • Implement Werfen's strategy objectives outlined in the business plan for the regions under responsibility.
    • Ensure the correct use of value selling and strategic selling.
    • Implement action plans for each strategic account correctly and on time.
    • Ensure that equipment and software are installed and upgraded on time.
    • Monitor reagent consumption correlates properly with baseline and business trends.
  • Tactical Plan Follow-up:
    • Support Product managers and Business unit managers in the design of the tactical plan for distributors under responsibility.
    • Oversee the progress of the tactical plan of each distributor, ensure the effective execution of the plan.
  • Regular Visit to Key Distributors:
    • Prepare distributor visit plan according to Werfen's strategy, distributor performance, and macro-environmental circumstances.
    • Conduct on-site visits to distributors and end clients, maintain strong relationship with distributors, ensure the implementation of value selling and strategic selling with key accounts.
  • Provide Commercial and Business Instructions to Distributors:
    • Provide business and marketing advice (as needed and requested) to distributors in order to improve their competitive advantage.
  • Finance and Credit Note Process:
    • Develop with each distributor a financial planning strategy to ensure optimal financial terms for each distributor.
    • Analyze the financial aspect of purchase orders or the distributor's financial situation, oversee the financing process and credit notes together with Werfen's financial department.
  • Support in Critical Business or New Opportunities:
    • Search, evaluate, and propose new business opportunities in those areas where Werfen is not yet well established.
    • Provide support for critical business or new opportunities, such as product introduction, preparation of documentation, visit to new opportunities, etc.
  • Pricing Strategy and Pricing Offer:
    • Define the pricing strategy together with the Commercial director for the areas under responsibility.
    • Analyze cases in which distributors request special commercial quotations, verify that the results are aligned with Werfen's strategic goals and objectives.
  • Business Review with Distributors:
    • Analyze commercial and financial aspects, ensure compliance with the sales budget in the territory of influence and adjust the strategic development plan and tactical plan with distributors based on the results.
  • Facilitate Access to Werfen Documentation:
    • Provide necessary assistance when distributors require any regulatory/legal/operational/scientific documentation, guide distributors in the use of Werfen documentation platforms such as Werfen Docs.
  • Oversight of Customer Service to Local Distributors:
    • Evaluate high-quality customer service, oversee the troubleshooting process and coordinate the different Werfen stakeholders (technical support, CAR, customer service, manufacturing, etc.) to resolve issues as quickly as possible.
  • Payment and Logistics Monitoring:
    • Ensure that distributors make payments correctly, monitor purchase orders with distributors and work with Werfen's various logistics and financial departments to achieve a fast and efficient supply chain.
  • Follow-up of Distribution Agreements:
    • Negotiate and monitor the status of the different terms of the Distribution Agreements, in alignment with the Commercial director and in compliance with Werfen Policies and regulations.
  • Macroeconomic Analysis:
    • Be aware of economic development, political trends, healthcare sector policies, and local regulations in each country of influence on a regular basis.
    • Assess potential risks and opportunities.

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